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Dispositions: How We Determine When It’s Right To Sell

By the end of 2021, our team will have gone full cycle and sold 6 different assets. All these assets will have outperformed the original projections from when we acquired the assets. All of them are also being sold earlier than the original projected hold period.

This is always great to hear when we outperform projections but some of you may be thinking, “why sell early?” or “why not refinance” or “why not hold longer.”

On-going BOV’s

Each asset that we acquire is evaluated at least once a year and sometimes twice a year to determine the current value of the asset. This is called a BOV or broker’s opinion of value.

Our asset management team works on these to allow us to make decisions on when it is ready for us to capitalize on the gains of our investments.

Once we have these BOVs, we can decide on whether we can sell, refinance, or continue to hold the asset.

Why Sell Early?

Selling early is a decision that is made when we feel like selling at a peak is going to yield a greater return than originally projected.

When making the “sell early” decision, we also determine the ability to increase returns by allowing investors to 1031 exchange into another asset. More on this a little later.

Refinancing as an Option

In some cases, it can make more sense to refinance an asset to be able to return come capital back to investors. This is usually done after an asset has completed a renovation plan which has allowed for a substantial increase in the NOI (net operating income).

This is usually an option when 30-40% of the capital can be returned back to investors and the market has not made any significant compressions to the cap rates in a market.

It would not make sense to sell in that situation until after the projected hold period. Plus, the refinanced loan could allow for higher cash flows if the debt service is more favorable.

Holding Forever

Many are of the mindset that holding an asset forever along with several refinances over the years is the way to go. However, this is not usually going to yield you the highest return.

Even if you have an asset that you can refinance 100% of your initial capital back, you are not technically making an infinite return. You still have real equity built up within the asset and you must think about it a little differently.

If you sell the asset, you can then redeploy that capital into a potentially higher cash flowing asset and ride that asset up for the next cycle. Yes, it will take a little work, especially on our part for your passive investments, but it will yield a higher return than having dead equity in an asset not working for you.

Greater Returns with 1031 Exchange

I want to give you an example of an asset we are selling right now. I can’t name the asset as it is going through due diligence right now, but many of you will know the asset as you are invested in this one.

We bought this asset 2 years ago for approximately $52mil and we receive a BOV from the broker earlier this year that they could sell it for $72-73mil. After reviewing the financials further, we decided that it would make sense for us to sell the asset since our 5-year projections were to sell the asset for $70mil and of course here we are 3 years early already achieving the projected returns.

After going through the full marketing process and interviewing several potential buyers, this asset is actually under contract to sell for much higher than the BOV. As a matter of fact, this asset is selling closer to $80mil. You heard that right. It is selling for $10mil more than the 5-year projection.

We could have refinanced this one, but the bank would not have given us that high of a valuation as these buyers. So, the refinance proceeds would have been much lower.

With this asset being sold, it will allow us to perform a 1031 exchange with our passive investors into another solid, cash flowing asset to allow them to defer their capital gains and depreciation recapture.

And of course, increase their overall return.

So how does this work for you as a passive investor when we perform a 1031 exchange.

First off, we don’t force you to do the 1031 exchange with us. You can choose to either liquidate your investment or you can go along with us into another asset via the 1031 exchange. If you liquidate you will pay the taxes on the gain and if you 1031, this allows you to defer the gain.

The nice thing about doing these 1031 exchanges is that it will allow you to increase your unreturned capital contribution over time which allows you to have a high cash flow during the hold period.

For example, if you had originally invested $100,000 into this investment, your proceeds at sale would be a 1.70x. This equates to $170,000 at closing. When we complete the 1031 exchange into the next asset, your new initial investment will be $170,000 instead of the original $100,000.

Since the preferred return is calculated based on this unreturned capital, your cash flow increases since it is based off the $170,000 and not the $100,000. For a preferred return of 7% the preferred return each year would go from $7,000 with the $100,000 original investment to $11,900 based on the 1031 proceeds of $170,000.

Making the Decision

As you can see, there are many different items that we must consider when deciding whether to sell, refinance, or hold. These are constant decisions that we are always considering maximizing the return for your investment.

The nice thing about it is that you don’t have to worry about it. We do our best to stay on top of all these decisions, so you enjoy life and not have the headache of managing your investment.

It is nice to see these assets selling and going full-cycle this year and we see more assets being sold next year while we are seeing a strong market for sellers even into 2022.